Relationship Marketing Strategies in the Dimension Stone Sector


  • Nadia Kassouf Pizzinatto UNIMEP - Metodisty University of Piracicaba



relationship marketing strategies, dimension stone sector, prospecting for new customers, loyalty, qualitative research


This research investigated the most effective relationship marketing (RM) strategies in the US dimension stone sector (DSS) market: the overall objective of this research was to investigate which RM strategies are the most suitable, in order to improve the international dimension stone market. Methodologically, qualitative research was implemented, focusing on grounded theory. We interviewed three Brazilian distributors established in the USA, and fifteen national distributors who export dimension stones. Data analysis indicated that the RM strategies which best suited the sector in the American market were: prospecting for new customers, international partnerships, and customer loyalty. Thus, we identified the profile which best suited American consumer potential.


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How to Cite

Guidi, A. C. . . ., & Pizzinatto, N. K. (2023). Relationship Marketing Strategies in the Dimension Stone Sector. Archives of Business Research, 11(1), 103–119.